Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.

Full Abstract

This study examined the social effects of emotions related to supplication and appeasement in conflict and negotiation. In a computer-simulated negotiation, participants in Experiment 1 were confronted with a disappointed or worried opponent (supplication), with a guilty or regretful opponent (appeasement), or with a nonemotional opponent (control). Compared with controls, participants conceded more when the other experienced supplication emotions and conceded less when the other experienced appeasement emotions (especially guilt). Experiment 2 replicated the effects of disappointment and guilt and showed that they are moderated by the perceiver's dispositional trust:
Negotiators high in trust conceded more to a disappointed counterpart than to a happy one, but those with low trust were unaffected. In Experiment 3, trust was manipulated through information about the other's personality (cooperative vs. competitive), and a similar moderation was obtained.Copyright 2006 APA, all rights reserved.

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Author information

Author/s: Van Kleef, Gerben A (GA); De Dreu, Carsten K W (CK); Manstead, Antony S R (AS);

Affiliation: Department of Psychology, University of Amsterdam, Amsterdam, Netherlands. g.a.vankleef(-atsign-)uva.nl

Journal and publication information

Publication Type: Journal Article

Journal: Journal of personality and social psychology (J Pers Soc Psychol), published in United States. (Language: eng)

Reference: 2006-Jul; vol 91 (issue 1) : pp 124-42

Dates: Created 2006/07/12; Completed 2007/01/12;

PMID: 16834484, status: MEDLINE (last retrieval date: 12/26/2008)

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